Never fear another negotiation!
Powerhouse entertainment lawyer and negotiating guru Michael Donaldson has distilled a lifetime of negotiating success into a simple, straightforward plan to get you what you want, when you want it-without the angst.
If you've ever been uncertain before a negotiation, felt beaten up after, or thought you could have and should have negotiated better, Fearless Negotiating shows you, step by step, how to erase your fears and preconceptions and tap into the master negotiator that lives within you. This short and compelling guide is an essential companion to achieving more rewarding, meaningful, and mutually satisfying business and personal relationships and outcomes.
Donaldson introduces his remarkably effective Wish-Want-Walk Method, which has been successfully presented in seminars around the world:
- WISH-set a goal for the negotiation
- WANT-know where the market is most likely to push the results
- WALK-draw the line that you will not cross
“Wish, Want, Walk” will be your guide, telling you when to start the bidding, when to quit while you're ahead, and when to cut your losses. Establishing these three points beforehand will make you more comfortable at the negotiating table, reduce your stress, and even help you predict the likely outcome.
Donaldson also shows you how to make the most of your time between creating your Wish-Want-Walk plan and when you go into the negotiating session. He helps you get in touch with your inner, natural-born negotiator, making it easier to make opening offers, bargain with confidence, and seal the deal you want.
Table of Contents:
Foreword
Introduction
PART 1: Getting Started
What is a negotiation?
Chapter 1: The Plan—Plain and Simple
Chapter 2: Making Wishes
Learn more about yourself
Chapter 3: Understanding Want
Chapter 4: Establish Your Walk Away Point
Chapter 5: Getting Ready To Use Your Wish, Want, Walk Plan
PART 2: How Wish, Want, Walk Guides You In The Room
Chapter 6: How Wish, Want, Walk Helps You with the Opening Offer
Chapter 7: How Wish, Want, Walk Helps You Bargain Better
Chapter 8: How Wish, Want, Walk Helps You Learn About Your Opponent
Chapter 9: How Wish, Want, Walk Helps You Negotiate Against a Jerk
Chapter 10: How Wish, Want, Walk helps close the deal
PART 3: Replay
Chapter 11: Wish, Want, Walk as a Predictor
Chapter 12: Measuring Success with Wish, Want, Walk<>p> Chapter 13: Wrapping It Up
About the Author :
As a practicing entertainment lawyer, based in Los Angeles for nearly 40 years, Donaldson serves clients that include writers, directors, producers and actors. He has chaired the entertainment division of the Beverly Hills Bar Association, and is general counsel to the Independent Feature Project/West and the International Documentary Association. In 1992, he started teaching negotiating skills at the Entertainment Division of the UCLA Extension Program. The UCLA classes led to his writing Negotiating for Dummies, which has sold almost 150,000 copies and has been translated into nine languages. It is also available as a book on tape. In 1998, Donaldson was asked to teach negotiating skills to a large engineering company that led to a corporate-wide training program and speaking and training events at companies around the world. He is a popular speaker on the subject of copyright, film and negotiating. He has spoken at the Cannes Film Festival, Seattle Film Festival, Palm Springs and Vancouver Film Festivals. He has lectured and/or participated as a panelist for many organizations including U.C.L.A. Extension, University of Houston, University of California, Davis (in Los Angeles), Montgomery Watson University, Colorado, California Lawyers for the Arts, The Independent Feature Project/West, International Documentary Association, The Los Angeles Independent Film Festival, The Sedona Conference, Arizona, Sundance Film Festival, Women in Film, Los Angeles, The Writers Guild Foundation and Cigga Hotels in Milan, Italy. Additionally, he has provided testimony as an expert witness in various entertainment lawsuits.
